Question

Q1. Categorize each of the following responses into the five basic types of objections. Then illustrate one way to handle each : a. After a sales presentation, the physician says, "You've made some good points, but your competitor's drug can do just about everything yours can do." b. After the salesperson answers an objection, the prospect remarks, "I guess your prod- uct is all right, but as I told you when you walked in, things are going pretty well for us right now without your product." c. After a thorough presentation, the prospect answers, "Are you kidding me? You want how much money for that thing? d. The customer says, "I can buy that online for a lot less than what you're selling it for.

Answer 1

a. This is objection of competition. In order to overcome this objection the salesperson should be able to explain the unique qualities of the product that makes the product different from the competitors product.

b. This is objection of need. Inorder to overcome this objection the salesperson should be able define why the prospect need their product.

c. This is objection of source. Inorder to overcome this objection the salesperson should be able to explain why their product is trustworthy.

d. This is objection of price. The prospect wants the product in much less price so inorder to overcome this objection the salesperson could offer a payment plan or could create a package offer.